Insights

Prospecting as a Trusted Advisor

Prospecting as a Trusted Advisor

Sales teams make two big mistakes in their prospecting work.  First, in their messaging they rely too heavily on product pitching, content and attention grabbers that lead to an information blur and cause prospects to check out.   Second, in their outreach approach,...

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Jumpstart Your Growth:  Lead with Buyer Value, not Product

Jumpstart Your Growth: Lead with Buyer Value, not Product

Most sales and marketing teams spend too much time leading with their product and product functionality. Product pitching typically causes buyer disengagement. A few years back Forrester found that 80% of executives believe meetings with sellers are a waste of time...

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Forecast Accuracy:  It’s All About the Buyer Gets

Forecast Accuracy: It’s All About the Buyer Gets

​Deal Drift Most mid-stage deals are poorly qualified . Recent research from Xant (formerly InsideSales.com) on more than a quarter million sales deals shows that only 28% of closed deals are predicted accurately 90 days out, and the actual close amounts differ by 31%...

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Qualify, Tailor, Commit: The Power of Three-Part Meetings

Qualify, Tailor, Commit: The Power of Three-Part Meetings

Sales Meeting Blues The majority of sales meetings miss the mark for both the buyer and seller. A few years back Forrester did research showing that 80% of executives do not find meetings with sales representatives valuable and more specifically that more than...

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The SDR Sleuth:  Prospect like Sherlock Holmes

The SDR Sleuth: Prospect like Sherlock Holmes

Checked Out Prospects Today’s B2B buyers are overwhelmed with information and choices. Gartner's work on the modern B2B buyer reminds us of just how the overwhelming amount of information and choice can lead to regrets and a worse buying outcome for all. We see the...

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Cold Calling is Dead, Long Live Cold Calling

Cold Calling is Dead, Long Live Cold Calling

Cold Calling is Dead When the Internet, then email, then social media came along to transform the way people and businesses communicate, the “death of the sales representative” was widely and broadly predicted. Even Neil Rackham, creator of SPIN Selling asserted in...

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